Account Executive I - Designated Sales Rep, West

Foundation Medicine is a company focused on transforming cancer care through precision oncology. They are seeking an Account Executive I who will engage directly with customers to drive sales volume for their specialty products and services, build relationships with oncologists and other stakeholders, and prepare for future territory assignments.

Responsibilities:

• Serve as a field-ready resource, available for rapid deployment into an open territory assignment when business needs arise
• Partner with Regional Sales Directors and Account Executives to support key accounts, engage with oncology stakeholders, and contribute to sales activities across various geographies
• Build foundational relationships with oncologists, pathologists, urologists, and key decision-makers in preparation for a future assigned territory
• Complete a comprehensive training and development program to become fully proficient in Foundation Medicine’s product offerings, sales methodology, and territory management best practices
• Shadow experienced Account Executives to learn effective engagement strategies and customer account management practices
• Support the execution of business plans, including customer engagement, lead generation, and pre-call planning in alignment with national and regional strategies
• Leverage tools such as Salesforce.com, Power BI, and Definitive Healthcare to analyze data and identify sales opportunities
• Identify trends through analytics and regular data reviews; leverage to drive sales within deployed territory and enhance customer experience
• Participate in cross-functional initiatives, market development activities, and internal trainings to prepare for territory ownership
• Maintain strong knowledge of competitive landscape and emerging trends in molecular diagnostics and oncology
• Demonstrate readiness to assume full responsibility for a permanent sales territory when assigned, including quota achievement and account planning
• Successfully navigate customers at the account level to understand processes and identify key stakeholders for effective selling engagement
• Effectively engage with key account stakeholders in current and new accounts (e.g., c-suite)
• Pull through National Account initiatives and other customer segment strategies (e.g., Academic Medical Centers, pathology pathways/protocols, Federal Account initiatives)
• Assess information relevant to sales, identify key issues, and develop solutions through sales environment adjustments
• Continually leverage an up-to-date, expert level of product and market knowledge to inform all parts of responsibilities, sales strategy, and sales decisions
• Educate and pull through reimbursement and billing services at local level
• Interact with key stakeholders: decentralized accounts (c- suite, oncologists, pathologists, urologists, admin etc.), National Accounts
• Recognize Foundation Medicine-wide opportunities with customers and identify the right products and services mix that will best meet customer needs and provide opportunities for long-term growth
• Build and maintain positive relationships with key day-to-day customer contacts
• Develop communication plans and customize messages to meet audience needs
• Develop effective sales presentations, respond to difficult questions and overcome customer objections
• Create clear and concise presentations addressing complex issues
• Negotiate with customers to achieve buy-in and alignment with account plans
• Negotiate alignment between Foundation Medicine and customers to meet account objectives
• Effectively prioritize new business opportunities and develop action plans to pursue accounts
• Develop effective sales strategy based on understanding of goals, objectives, and motivations of key customer decision makers
• Recommend products and services mix that reflects thorough understanding of customer priorities and objectives and grow Foundation Medicine’s business
• Monitor and adhere to timelines for plan, adjust based on changing customer or business needs
• Apply business knowledge to make sound decisions, including managing budgets, analyzing financial data, and developing sales plans
• Integrate brand strategy, trends, and performance information into customer plans
• Integrate relevant competitor information into account plans and presentations
• Utilize the appropriate internal or external data source(s) to identify underlying trends in account data needed to address a specific opportunity or issue
• Conduct comprehensive analysis of Foundation Medicine, customer, and competition strengths, weaknesses, opportunities, and threats (SWOT)
• Travel within assigned territory (per performance standard) and to company meetings (bi-annually). Commitment to travel up to 90% of the time
• Other duties as assigned

Requirements:

• Bachelor's Degree or equivalent experience
• 3+ years of direct selling experience in diagnostics or life science focused on the hospital and physician office lab market or equivalent years working in a Complex clinical setting working with physicians and patients
• History of proven results and successful sales performance, including achievement of sales plan
• Lives within or commitment to live within defined territory and centrally located to defined accounts
• Commitment to travel within defined territory
• Oncology and/or molecular diagnostic experience
• Accurate forecasting capabilities throughout the sales cycle
• CRM proficiency: Salesforce.com preferred
• Proficient with MS Office (e.g., Word, Excel, and PowerPoint)
• Familiarity with different sales techniques and pipeline management
• Exceptional communication and consultative skills to employ solutions-based selling
• Demonstrated track record of success selling oncology-based tests or products to medical oncology, urology, and/or pathology
• Demonstrated attention to detail and strong organizational skills
• Demonstrated experience handling multiple tasks at once
• Ability to access priorities and mobilize a strategic plan
• Work independently as well as collaborate with peers in a fast-paced and cross-functional team environment
• Work well under pressure while maintaining a professional demeanor
• Adapt to changing procedures, policies, and work environment
• Excellent listening, verbal and written communication skills
• Strong negotiation skills
• Understanding of HIPAA and the importance of privacy of patient data
• Commitment to FMI values: Integrity, Courage, and Passion